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Power Base Selling: Secrets of an Ivy League Street Fighter, by Jim Holden
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"Holden's book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers' Power Base."-Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division.
"Jim Holden's book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."-Grant Evans, Vice President, Sales and Marketing Identicator Technology.
"The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."- Colin Latham, President and CEO, MT&T (Canada).
"Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. . . [Holden's] principles are more applicable today than ever."- Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.
- Sales Rank: #612437 in Books
- Brand: Wiley
- Published on: 1999-03-15
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .60" w x 6.00" l, .74 pounds
- Binding: Paperback
- 240 pages
- Great product!
Review
"...this book opens your eyes to some of the nuances that can make the difference between winning and losing." (Marketing Direct, April 2006)
From the Publisher
Focuses on competitive selling: the range of skills that sales professionals need to reach their full potential. It offers practical, step-by-step advice that salespeople can take to prevent the competition from selling their products or services, revealing the components involved in gaining full control of a sales situation. Discusses a key step in this process--the politics of selling--showing how to establish the right relationships with people who are powerful enough to give the salesperson an edge. Will help those who are already good at selling become competitive salespeople capable of strengthening their position with the customer, while at the same time weakening the competition.
From the Inside Flap
The company you represent was first in the field and their product line is still the best. You’ve got a number of solid, long-standing accounts with whom you have terrific rapport, and your hot new customer is wild about your discount plan. You’ve done your job, and now you can just sit back and reap the rewards…right? Wrong! Because right now there’s an ambitious upstart out there with designs on your territory. Someone who’ll use every trick in the book to take what you’ve worked so hard to secure—a hardnosed streetfighter who’s made it his or her job to cut you out of any future accounts you may be considering. A savvy sharpshooter for whom sales is definitely not the gentle art of persuasion. Destined to become the bible of the next generation salesforce, Power Base Selling shows you why, in today’s ever-more competitive marketplace, persuading a customer to buy your product is only one part of the sales equation. It offers you revolutionary strategies guaranteed to help you outthink, outmaneuver, outclass, and outsell all competitors. Packed with cases, tactics and no-nonsense guidelines, Power Base Selling grooms you to take control of events, set the pace within accounts, and generally make life as hard as possible for the competition.
- Getting past the bureaucrats and straight to the "foxes," with whom the real power resides—meeting, forging, and cementing relationships with them
- Strategies for defeating the competition by taking advantage of their weaknesses and turning their strengths against them
- Anticipating your competitors’ best moves and neutralizing their efforts
- Becoming the ultimate sales soldier of fortune, sharp, aggressive, sassy, classy
Most helpful customer reviews
0 of 0 people found the following review helpful.
Five Stars
By UA
I received my book as promised and it is like a new. Thanks.
7 of 15 people found the following review helpful.
Too many stories, too few principles
By A Customer
Based on the reviews, I thought this would be a great book. But the author crafts too many exacting stories and not enough principles. If you're ever in exactly the same situations the author describes, you're OK. Normally, my hiliters work hard when I read books. Not this time. I'd suggest reading Strategic Selling and Spin Selling instead.
5 of 5 people found the following review helpful.
A rough diamond, but a diamond nonetheless...
By Andrew L. Cawston
Holden's book _Power Base Selling_ has long been considered a definitive work. With good reason -- it explains some of the Home Truths of the political aspect of the Sell. As a concept, _Power Base Selling_ is incomplete, as it ignores the *value* side of selling: how do you align your customer's perception of Value to your sales efforts? Fortunately, Holden has addressed this gap with his current _ValuBase Selling_ courses. Viewed purely as a political selling tool, though, _Power Base Selling_ is superb. The problem is, Holden uses a rather annoying, light-weight writing style which tends to lessen the impact of his very important message. Couple that with an attempt to somehow hook in with concepts from Sun Tsu's classic _The Art of War_, and introduce the concept of the "Ivy League Streetfighter", and you end up with a sometimes confusing set of images permeating the book. For this reason, the book is a rough diamond -- it would benefit from a re-write. However, it is the best book of its kind.
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